Infocusselling’s Blog

August 11, 2009

Selling Today is Simple

I made this comment while speaking at a Rainmakers event and I got some raised eyebrows from some very tired salespeople. I said that selling involves three simple steps, and I believe that to be true. Here are the three steps.

First, meet more people. By meet, I don’t mean LinkedIn or Facebook friends. I mean meet more people face to face. When you are growing a business, you are the brand whether you are the owner or a salesperson. You are the face and your face needs to be everywhere. The more people you meet, the more people will know you and your company, and the more people who will be prospects for your offering.

Second, meet with more people. By meet with, I mean face to face, one on one, in a location where you can have a serious discussion without interruptions. You cannot have the type of discussions you need to grow your business in a room full of people, or over the telephone, and definitely not via email. Get out of your office—and your comfort zone—and have sales appointments. Sales is a contact sport so get make contact with your prospects.

Third, have simple conversations with the people you meet. Too many business owners and sales people talk about their business using techno-jargon that doesn’t mean anything to the prospect. Forget terms that mean something only to an expert like you. You must be able to break your business down to a simple result statement. “We help our clients become filthy, stinking, rich.” It doesn’t get much simpler than that! Ask simple questions and use examples that any high school graduate should be able to understand. “What about your computer bothers you the most?” I can’t tell you about DRAM and registry errors but I can sure tell you that taking five minutes to boot up is a real pain in my day. Build your credibility by asking questions that only an expert would know to ask, and by providing answers in a way that anyone can understand.

Selling today is simpler than ever. Let your competitors focus on being part of the noise. You need to take the path they have forgotten—meet people, meet with people, and have simple conversations.

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6 Comments »

  1. Jeff:

    Thanks for the reminders.

    As per the web address I gave you, my new TRIKKE business is an evolution of engro.llc’s business plan.
    It will fit within the “Healthy Lifestyles and Alternative Urban Transportation” section of my overall marketing effort. I am currently on a quest to have the Pon-e Li battery made in Indiana, (not overseas as it is currently).

    Any comments?

    Comment by Larry Grider — August 12, 2009 @ 12:03 pm

  2. Larry,

    Great updates. Long term stamina is part of sales too. How does having that battery made here help your business?

    Comment by infocusselling — August 12, 2009 @ 12:49 pm

  3. I agree 100%. I went on 2 appointments today and even had one client buy me lunch after I sold him a policy. Right now I’m working on follow up and what not before I change hats. Personally meeting people on some days takes a little more effort and a few more dollars but I think it will help my business grow in the long run.

    Comment by Benefit Banger — August 12, 2009 @ 3:02 pm

  4. Benefit Banger,
    People buy from people they….know! If they don’t know you, none of the other adjectives matter. Knowing is first and without it, you cannot get to a deeper relationship. Sales is like building your own little business and it is an investment every day with both short and long term paybacks. Good job.

    Comment by infocusselling — August 12, 2009 @ 4:44 pm

  5. Thanks, Jeff. I always enjoy your articles. What a salesman!
    Jake

    Comment by Jake Doll — August 12, 2009 @ 5:00 pm

  6. Jake,
    Only an expert recognizes an expert. Thanks and much success to you!
    Jeff

    Comment by infocusselling — August 12, 2009 @ 8:07 pm


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